Before you get on your high horse and tell me you wouldn’t be caught dead using a script, consider: If I were to record your prospecting and demo calls for a week, and then transcribe what you say, what would I get? Your script. You see, even if you think you would never use a […]
Can You Make Your Goal This Year?
Can you make your revenue goal this year is the same thing as asking: Can you run a marathon? You know, a 26-mile marathon race? Listen carefully to what your mental answer is: Yes or No. When I ask that question at a sales conference, the majority say no, they can’t. They think about the […]
Question: Why Aren’t You Asking More Questions?
We all know the importance of asking questions of our prospects and clients, yet how many do you ask? How many does your sales teams ask? If you’re like most sales reps, then you’re probably doing a lot more talking (read pitching) than you are listening. And that’s because you’re not asking enough questions. Remember: […]
Stop Telling and Start Asking!
Once very couple of years, I like to re-run this article on the importance of asking questions as opposed to pitching. While this context is presented as an interview, it is completely translatable to sales—and that means YOU. If I gave you a pencil and asked you to sell it, how would you go about […]
Overcome Call Reluctance Today!
Two weeks into the New Year, and are you already stressed about picking up the phone and making prospecting calls? I learned a secret years ago that enabled me to overcome my fear of making calls, and that allowed me to make hundreds of cold calls stress-free. In fact, after I adopted this approach, I […]
Two Great Questions for 2021
Welcome back to your home office; how do you feel? Overwhelmed? Under pressure already? If so, then you’re not alone. Most company’s sales teams are under immediate pressure to begin accomplishing their new goals and sales targets for 2021. As you speak with your clients and prospects this week, it’s helpful to realize that they […]
Holiday Sale!
Still hoping you’ll get what you want this holiday season? Why risk it? Give yourself the gift that will keep on giving in 2021 and beyond: A proven way to make more money, with less rejection, selling over the phone! You want to be more confident and make more sales, and I will help you […]
A Christmas Story For You
Have you read “A Christmas Carol” by Charles Dickens lately? Seen the movie? I once had a chilling reminder of the bad “Ghost of Christmas Future,” that I narrowly avoided all those years ago. This is a cautionary tale, and I highly recommend you take a moment to read it: One bright Monday morning, I […]
Our Award-Winning Article
In case you missed this, I received the following email last week: Dear Mike: The people have spoken and your article, “3 Keys to Dealing with Difficult Prospects,” has won 2nd place in our 2020 Sales Pro Central MVP Awards Social Selling category!” I thought I’d repost it for you: 3 Keys to Dealing with […]
Most Popular Post of the Last Two Years
If you prospect by phone for a living, then you’re no stranger to rejection. If you don’t learn to feed on it, to use it as fuel to motivate you to make more calls, then it can be rough going. It’s no wonder that the most liked blog post I’ve put out over the last […]